PHILLIPS: Can you use three words to describe your first auctioneer experience?
DANIELLE SO: Ebullient, exhilarating, thrilled (and on top of the world).
P: What kind of training and preparation work do you have?
DS: Prior to taking the podium last year, I was very lucky to have had my first auctioneering induction program in June 2019 with Hugh Edmeades, who was an auctioneer at Christie’s for 35 years and is now a freelance auctioneer. The same month, I took my first charity auction for Asia Society Hong Kong Center’s Arts & Culture Benefit and began a full year of training with Jonathan whenever we had free time in the office. It has certainly proven to be extremely difficult for training to take place during COVID most of last year but we would spare at least two days per week to organize a training session whilst in the midst of preparing for our main 20th Century & Contemporary Art sales. The training was very varied and certainly intensive to say the least – it ranged from more serious sessions of crash courses in the numerical side such as different methods of being on the right footing, landing on the right bids, taking bids, splitting bids, walking through auction increments to tips on mastering the voice and body language to more practical sessions of role-playing and actually practicing to be on the rostrum with a practice auctioneer’s book with a few amazing colleagues who would kindly sit in and perfectly play the part of bidders and clients. I also had the pleasure to have a few training sessions with our two other auctioneers from Watches and Jewels, Thomas and Graeme, who shed a lot of light on how auctioneering styles differ when it comes to sale categories outside of TCA. It most certainly helped me realize that whilst there were rules to auctioneering, the difference to really excelling is to develop a personal style that is unique to your own.
Banksy, Girl with Balloon, 2004. Sold for HK$2,142,000. 20th Century Contemporary Art and Design Hong Kong.
P: As the head of 20th Century & Contemporary Art and Design Day Sale, have you ever thought of becoming an auctioneer? What is difference between being on the podium and being on the phones to help on phone bidding?
DS: Before beginning my career in the auction industry, I never would have thought I’d end up on the rostrum as it felt rather unattainable being so young, and I would always imagine all the nerves an auctioneer would have to go through! Having said this, the more I attended auctions in person, the more I became transfixed on the role of an auctioneer. There was certainly an element of allure to me—I loved the drama and I loved the idea of being the person in control of the room, of the people and of the transactions of the art. I always imagined an auctioneer being like a maestro for an orchestra. Whilst I absolutely enjoy my role as a Head of Sale, being a tastemaker to a certain extent, having full reins of the curation and strategy of the Day Sale as well as to introduce new emerging names to the market, I feel being an auctioneer certainly brings an additional new facet to my job which I love. Looking back at my childhood and school years, there were definitely moments in my life that I feel led me to naturally become an auctioneer—I was always involved in speech and drama, most notably taking on the role of Kurt in the Sound of Music, and I’m just extremely pleased to have been able to amalgamate this creative side of mine into what I do every day.
As you pointed out, being on the podium and being on the phones are extremely different but no less important—you’re essentially on the two ends of a spectrum of what happens during an auction, and to me, both positions are just as exciting. As an auctioneer, you need to be in control of the whole situation engaging every single person who’s tuned into the sale, whether in the room, on the phones or online and you’re acting in the interest of the sellers to achieve the best price possible. In comparison, when you’re bidding on behalf of clients on the phone, you’re engaging in a different manner and acting as the bridge between the buyer and the auctioneer.
P: A collection of 17 Banksy prints was the first batch of artworks you have sold as an auctioneer. What is the most memorable moment of this experience? How did you find your auctioneering style?
DS: I could not be more grateful to have made my debut as an auctioneer with the Banksy prints—thankfully with the current market in mind, Banksy can certainly be considered an “art world darling,” and with the demand already being strong, it certainly makes the job of an auctioneer much easier! I had a lot of memorable moments during the sale with bidders fervently jumping in from every corner of the world from Taiwan, Japan, and Thailand to Germany, the UK, and the Americas. Another moment was when I successfully made the audience laugh before auctioning the last lot of my section with Morons (2006)! Prior to the auction, knowing that the Banksy prints would be very popular and that the whole section would be conducted in great length, I definitely did a lot of preparatory ground work where I practiced and re-played every bidding scenario possible in my head. Increasingly during the pandemic, I’ve come to notice that clients who partake in auctions want a performance, they want to be entertained. With this in mind, I knew I wanted to conduct the section in a “fun” and uplifting way, so I made it a point to educate myself on every single image of the prints that we were offering in order to be able to add in a few witty remarks here and there to keep the high-spirited energy up.
I’d say I found my auctioneering style very much as a way of trial and error and with the ultimate goal of staying true and authentic to my own character. Whilst I had a few female auctioneers that I looked up to in terms of their demeanor, I also wanted to portray something that was uniquely me—strong and dignified yet retaining femininity and softness.
P: How is it to have a role that was traditionally male-dominated?
DS: I honestly could not feel prouder to be a female auctioneer – of course I am indebted to the various women in the industry who have paved the path before me as auctioneers, when perhaps 10-20 years ago, the perception of auctioneering would traditionally be dominated by men, but I certainly think that the times have changed. There are more female auctioneers now, and I could not be more excited to be part of this shift. I think, as a woman, I’m able to offer an alternative to the fast-talking assertive “male” style and can appeal to emotions more, knowing when to push and when to pull back.
P: There was new arrangement because of COVID that resulted in having two additional rooms (the East room and the West room) being livestreamed in the main room. Is this a new challenge to you and how did you overcome it?
DS: Making my debut as an auctioneer during the pandemic certainly made me feel extremely anxious, as there were so many additional factors you had to take into account as compared to any “normal” situation. One day prior to the TCA auctions, the HK government announced further tightening of the social distancing rules and we were notified that we could only admit 20 people into the auction room, meaning we needed an immediate contingency plan. This resulted in having two additional rooms (the East room and the West room) being livestreamed in the main room and for the auctioneer, we not only had to be mindful of the phone bidders and room bidders but also a total of 4 screens. It was definitely very challenging but it was a most rewarding experience—I overcame my nerves with a positive outlook, for I knew if I’m able to take this pandemic auction and run with it as smoothly as possible, I will be all set for any other auction in the future and was able to rise up to the challenge! Not to mention our fantastic colleagues who were all very supportive—the auction itself is a culmination of many months of hard work for the entire team, so there is a feeling of comradery that certainly helps me take in all the auction buzz during the day and put it to good use when on the podium!
Banksy, No Ball Games, 2009. Sold for HK$1,134,000. 20th Century Contemporary Art and Design Hong Kong.
P: Do you have any specific rituals before going up to the stage?
DS: I do not have any specific rituals per say but I do have a routine before I make my way up the stage. Whilst I’m being mic-ed up, I take a few moments to completely clear my head and empty out any thoughts to meditate and take in a few deep breaths with my eyes closed. It helps me calm my nerves and get myself in the right headspace before going up to the podium.
P: How about your appearance? Any special style for the clothing and makeup?
DS: I’ve been told that an auctioneer should have an item of clothing or a piece of jewelry that is eye-catching in order to capture the audience’s attention. With this in mind, I wanted to incorporate my personal style whilst on the podium—I love a good monochrome look and I’m into boxy blazers or jackets with intricate sleeve details. Seeing I was taking the section of Banksy prints for the December Day Sale, I wanted something fun and evocative of the “graffiti” nature, so I opted for a cobalt blue jacket with a sketchy spray-painted like jewel print and flowy sleeves for additional drama with matching blue capri suit trousers! As for my makeup, I kept it very simple and minimal with my all-time favorite small winged cat eyeliner.
P: Is there a story behind your first gavel?
DS: I have yet to amass a gavel and it’s been on my mind to visit Portobello Road in London for one (until we can travel again!). I have this strange feeling that a gavel should choose you—a bit like a Hogwarts wand. In the meantime, Jonathan has kindly shared his personal two-in-one gavel (with a removable handle) with me. I’d like to think I have accrued some of his auctioneering luck when I picked it up for my first sale in December!
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